Tailoring IT/Service Presentations in a Cost Recovery Environment
Speaker: David Neely

People buy from people they like and like to buy from people who are just like them. This workshop helps participants to be more successful in promoting their service to behavioural styles which are different than theirs. Recognizing and understanding a prospect's inner motivation and communication style is a critical component of the selling process. Tailoring presentations accordingly will increase success.

This two-day workshop uses several validated and reliable instruments designed to help participants understand their strengths and will improve their ability to recognize and adjust to a wider range of clients.

• Who Should Participate
  • Service People who promote added-value services in a cost recovery environment
    IT Service Managers
• Benefits
  • Participants will learn to adjust their promotional presentations to the behaviour and motivation of the individuals involved in the decision process. There will be fewer objections and a significant increase in gaining commitment from clients.
• Unique Workshop Features
  • Personal self-awareness tools
  • Insights to Sales ™ Interactive - Sales Attribute Index ™
  • Insights to Motivation ™ Interactive - Sales Management Attribute Index ™
  • Optional one-to-one follow-up coaching

At the end of this session the participants will understand:

• The Six Key Steps to Persuade Others
• Four Behavioural Styles and their importance in a selling process.
• Their individual Behavioural Style with its resultant strengths and weaknesses
• How to adjust a sales approach to the different prospect styles
• The Six Key Attitudes and inner motivation of people
• How to adjust a sales presentation to be in line with the Attitudes of prospects
• Ten Tactics to Introduce Change - Dealing with resistance to new ideas
• Applied to a real sales opportunity - Throughout the workshop, participants will work on a real prospect and create an effective promotion strategy.
  

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